Position Summary

IQ Fiber is seeking a Senior Account Executive, Commercial Services to lead mid-market and enterprise sales efforts and play a pivotal role in the company's expansion into larger commercial accounts. Reporting to the Manager, Commercial Sales, this role is responsible for adding new monthly recurring revenue (MRR) while cultivating senior-level relationships across key accounts and clearly articulating IQ Fiber's unique value proposition in the marketplace.

This is a senior individual contributor role that operates with a high degree of autonomy, leading complex multi-stakeholder pursuits and serving as an informal mentor to Account Executives across the commercial sales team.

Essential Duties and Responsibilities

Consistently achieve or exceed assigned mid-market and enterprise sales targets, driving new MRR through a disciplined, high-activity approach to prospecting, networking, and pipeline development.

1. Build and manage a robust, well-qualified pipeline focused on businesses within or near IQ Fiber's existing network footprint to maximize efficiency, speed to close, and profitability.
2. Develop a thorough understanding of IQ Fiber's FTTP product portfolio and effectively communicate the business value and technical benefits of each service to prospective customers, including C-suite stakeholders.

1. Actively generate new business opportunities through cold outreach, networking events, and industry conferences, continuously expanding a professional network to surface high-quality leads.

1. Lead pursuit teams on high-value bids, coordinating engineering, operations, and solution architects to develop and deliver winning proposals.

1. Lead complex, multi-year contract negotiations, engaging legal, finance, and senior leadership as needed to close enterprise deals.

1. Develop multi-year strategic account growth roadmaps, relationship maps, and competitive displacement strategies for top accounts.

1. Qualify opportunities, coordinate internal resources, and provide regular pipeline status and revenue forecast reports to management.

1. Monitor the progress of active and closed deals, proactively identifying and resolving issues to maintain execution timelines.

1. Serve as an informal mentor to Account Executives, sharing best practices and contributing to elevated team performance.

1. Stay current on industry trends, competitor offerings, and market dynamics to provide strategic insights and sharpen IQ Fiber's value narrative.

Required Qualifications

Bachelor's degree in Business, Marketing, or a related field, or equivalent education and experience.

1. 7+ years of outside mid-market and enterprise B2B sales experience in broadband or telecommunications.
2. Proven track record of consistent mid-market and enterprise sales performance and quota attainment.

1. Strong understanding of FTTP solutions and requirements, including internet, data transport, and dark fiber.

1. Proficiency with CRM tools and Microsoft Office 365.

1. Willingness to travel within the service area and work flexible hours as business needs require.

1. Ability to navigate complex, multi-stakeholder sales cycles and effectively engage and influence at all levels, including the C-suite.

1. Ability to build solutions and clearly articulate both business value and technical benefits to diverse audiences.

1. Ability to work independently and collaboratively in a deadline-driven, detail-oriented environment with strong analytical and problem-solving skills.

1. Ability to communicate clearly and effectively in written and verbal formats.

What Success Looks Like

Mid-market and enterprise sales targets are consistently met or exceeded through new MRR generation and disciplined pipeline management within IQ Fiber's network footprint.

1. Senior-level relationships are established and maintained across large accounts, with IQ Fiber positioned as the preferred fiber partner.
2. Complex pursuits and contract negotiations are led with confidence, engaging the right internal stakeholders to close high-value, multi-year deals.

1. IQ Fiber's FTTP capabilities are clearly translated into compelling business outcomes, resonating with C-suite decision-makers and differentiating the company in the market.

1. Accurate forecasts, timely pipeline reporting, and strong cross-functional coordination keep deals executing on schedule, with active mentorship of Account Executives contributing to overall team performance.

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.